Setting the stage… by Guest Blogger: Cindy Greenway

This article is specifically for Virtual Assistants — about ‘taking control’ when it comes to connecting and meeting with a potential new client.

I like to call it “Setting the stage.”

All of us have been through the typical interview. You know the kind, where you sit across a table or desk and have 1-4 people asking you questions. You answer them as best as you can….. this is what will decide whether you get the job or not.
You don’t really have the opportunity to ask any ‘real’ questions … in fact, it’s probably somewhat frowned upon.

Well guess what ….. that’s the old “employee mindset” type of situation …. Not a “business/marketing mindset” kind of situation.

Let’s jump forward to the present. You’re a Virtual Assistant. A Professional. People come to you because they need your expertise…. The solutions you offer. You are NOT an employee.

So if you’re not an employee …. Don’t start off in the same footsteps as one.

When a potential client requests a meeting with you – either in person or over the phone – to discuss whether you can potentially work together …. It’s not an interview.

This meeting is just as much for YOU to identify whether this is an ideal client for you … as it is for them to identify whether you are the ideal VA for them.

Think about that for a minute. It’s not an interview. Therefore in order to make sure it’s not treated like an employee/employer interview – you need to do a few things to set the stage.

When a potential client says “Cindy, can we set up a time to chat about how you might be able to help me?” You will likely respond with absolutely and suggest a few potential dates/times.

Now the step that many Virtual Assistants don’t take is telling the potential client what they want to get/see out of the meeting.

Here’s what I write to them:

“Mary, I’m looking forward to meeting with you on date/time. During our time together, I’d like to learn more about:

– You and your business

– Your business goals

– Your priority projects and

– Your expectations of a VA.

Before our call (meeting), please take a few minutes to think about these items so we can make the most of our time together.

Of course I’d also be happy to answer your questions about working with a VA and about myself and my business.

I look forward to connecting with you.”

That’s it … simple! Believe it or not, this does so much for you before you even engage in a potential relationship with the business owners. There are 4 benefits to sending this email to your prospect in preparation for your time:

You:
– Show your professionalism and initiative in preparing for the call/meeting

– Provide them with content to consider ahead of time – making better use of your time

– Demonstrate your expertise

– Tell them you know how you can best help them – by gathering the specifics of their particular situation, you have an opportunity to demonstrate how you can apply your solutions accordingly.

Of course I always encourage you to do a little homework yourself before the meeting – review their website, do a Google search, check out any articles they have written etc. This gives you a little more insight and the chance to prove that you’ve done your research … you prepared for the call ahead of time.

So … how will you take control and set the stage for your next client meeting?

4 thoughts on “Setting the stage… by Guest Blogger: Cindy Greenway”

Great blog, I especially like the tips on “during our call I would like to…” focus points to the client. I had one client that I have had for a while tell me that it was different to hear a so called sales pitch that was focusing on his company and not on mine, and I was direct in offering what I could do.